Full-Time

Partner Manager

Namer

Updated on 4/30/2024

Glean

201-500 employees

AI-powered workplace search and knowledge discovery

AI & Machine Learning

Senior

Palo Alto, CA, USA

Required Skills

Sales

Marketing

Requirements

6+ years of industry experience within partnership/alliances, primarily in a sales capacity
3+ years of direct sales/channel sales experience within the data, cloud, or SaaS space
Ability to travel domestically and internationally up to 15% of the time
Bachelor’s degree, with MBA preferred

Responsibilities

Develop and manage GTM execution with U.S. and Canadian VAR partners
Collaborate with partners to develop and execute joint go-to-market plans
Work closely with sales, marketing, product, and engineering teams
Ensure partner-driven projects are delivered successfully
Track and report on key performance metrics
Stay current on market trends and competitor activities
Work with Partner Ops + Enablement team to ensure partner support and enablement

About Glean

We’re on a mission to make knowledge work faster and more humane. We believe that AI will fundamentally transform how people work. In the future, everyone will work in tandem with expert AI assistants who find knowledge, create and synthesize information, and execute work. These assistants will free people up to focus on the higher-level, creative aspects of their work.

We’re building a system of intelligence for every company in the world. On the surface, you can think of it as Google + ChatGPT for the enterprise. Under the hood, our platform is the connective tissue between AI and knowledge. It brings all of a company’s knowledge together, understands it at a deep level, provides industry-leading search relevance over it, and connects it to generative AI agents and applications.

Glean was founded by a seasoned team of former Google search and Facebook engineers who saw a need in the enterprise space for their technical depth and passion for AI. We’re a diverse team of curious and creative people who want to help each other get big things done—so we can help other teams do the same.

We’re backed by some of the Valley’s leading venture capitalists—including Sequoia, Kleiner Perkins, Lightspeed, and General Catalyst—and have assembled a world-class team with senior leadership experience at Google, Slack, Facebook, Dropbox, Rubrik, Uber, Intercom, Pinterest, Palantir, and others.

About the Role

Glean’s global partnerships team is responsible for building a partner ecosystem to deliver and scale a best-in-class customer experience with the world’s leading AI-powered work assistant. As a founding member of this team, you will be a key player in driving our partnerships priorities across the generative AI landscape by building deep relationships with the best VAR, Cloud, GSI, and ISV partners in the enterprise search and knowledge management categories. You will be responsible for strategically planning and delivering cross-functional strategies to achieve sales and partnership goals, primarily with our U.S. and Canadian VARs as well as our Cloud, GSI, and ISV partners. You will partner with cross-functional teams in Product, Engineering, and Go-To-Market to execute on strategic initiatives, including product, partnership, and marketing launches. The ideal candidate will have a strong sales and GTM background along with a track record of building and growing partnerships in an extremely fast moving, high growth environment.

Location: SF (Palo Alto) or NYC, in the office 60% of the time (MWF)

Key Responsibilities:

Strategic Partnerships: Develop and manage our GTM execution with U.S. and Canadian VAR partners, including understanding their business goals, needs, and our joint value proposition. Drive top of funnel and demand gen activities with partners in conjunction with Glean’s internal marketing teams; build and manage a co-sell motion with partners in conjunction with Glean’s internal AEs; and deepen our VAR partnerships by identifying new joint opportunities. The primary area of ownership for this role is our U.S. and Canadian VAR partners. There will also be heavy involvement with our Cloud, GSI, and ISV partners; all team members must be strong generalists at this time given our team’s and partner program’s maturity.
Go-to-Market Strategy: Collaborate with partners to develop and execute joint go-to-market plans, including joint product development, co-sell campaigns, marketing activities, and customer engagements.
Cross-Functional Collaboration: Work closely with sales, marketing, product, and engineering teams to align partner strategies with company objectives and execute seamlessly across all functions and operating styles.
Customer Success: Ensure that partner-driven projects are delivered successfully and that customers derive value from our solutions.
Performance Monitoring: Track and report on key performance metrics, such as net new meetings, opportunities, partner revenue, and partner funnel, and make data-driven recommendations for improvements.
Market Analysis: Stay current on market trends, competitor activities, and emerging technologies to identify new opportunities for partnerships and growth.
Partner Support and Enablement: Work with our Partner Ops + Enablement team to ensure that our partners have the necessary training, resources, and support to effectively sell and implement our product.

You are:

A strategic and structured thinker who enjoys building new processes, relationships, and revenue streams, while setting and driving towards long-term goals
Resourceful and creative in order to effectively and efficiently build new processes and improve existing ones
Extroverted, collaborative, and eager to develop partner relationships and execute cross-functional teamwork
Thoughtful about strategy and metrics, paired with the ability to hustle and execute
Knowledgeable about the enterprise SaaS sales motion and how to make partners successful in replicating that when selling Glean
Able to design and present business plans, track and improve partner progress, and communicate effectively both internally and externally
Comfortable working with globally distributed teams

Must have:

6+ years of industry experience within partnership/alliances, primarily in a sales capacity
3+ years of direct sales/channel sales experience within the data, cloud, or SaaS space
Ability to travel domestically and internationally up to 15% of the time
Bachelor’s degree, with MBA preferred.

Benefits

Benefits
- Competitive compensation
- Medical, Vision and Dental coverage
- Flexible work environment and time-off policy
- 401k
- Company events
- A home office improvement stipend when you first join
- Annual education stipend
- Wellness stipend
- Healthy lunches and dinners provided daily

We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organization. We’re committed to an inclusive and diverse company. We do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.

Glean

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Website

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Glean specializes in an AI-powered workplace search and knowledge discovery, applying generative AI and deep learning-based large language models to enhance semantic understanding of natural language queries. This specialization allows the company to continuously adapt and personalize search results for each user, fostering an environment of efficient knowledge management. Working here provides the opportunity to be at the forefront of AI technology while contributing to a culture that values continuous learning and tailored solutions.

Company Stage

Series D

Total Funding

$355.3M

Headquarters

Palo Alto, California

Founded

2019

Growth & Insights

Headcount

6 month growth

↑ 53%

1 year growth

↑ 105%

2 year growth

↑ 300%

Benefits

Healthcare - Happy and healthy go together. We cover medical, dental, and vision for you and yours.

Competitive compensation - Have a real stake in your job and your future with competitive stock options.

401(k) - We make it easy to save for the future today by contributing to a 401k.

Flexible work - We work 3 days a week in the office, though we believe in folks working where they can be most effective.

Company events - We work hard and play hard - from weekly happy hours to our annual company retreat.

Unlimited PTO - Flexible hours, PTO, company-wide summer and winter break shutdown

Transparent culture - By default we keep things open and accessible so we can make better decisions together, faster.

Learning and development - We offer a learning stipend to help you grow and achieve your goals.

Free meals - With lunch and dinner options every day, no need to work while you’re hungry.